Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.

The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits

Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves.

The Sales Leaders Playbook

Winning is not a some of the time activity it is an all of the time activity. Success in sales takes talent, skills, discipline, practice, and most importantly honesty with a genuine concern for the client. Experienced sales professional and entrepreneur, Nathan Jamail has developed a playbook of techniques and best practices, which have allowed hundreds of sales teams to find success. The Sales Leaders Playbook focuses on how to build and lead a winning team.

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.

The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.

Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect.

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.

New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer.

The Only Sales Guide You'll Ever Need

Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.

The Sales Bible: The Ultimate Sales Resource

Jeffrey Gitomer's best selling work in which he shares his tips on how to be a successful salesperson has a new edition and is now available on audio. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation.

Win at Sales. Win at Life.: The Book of Books on Sales Training & Techniques to Become a Superstar!

This book will teach you the concepts, techniques, and process that you need to follow in order to master the game of sales. You will beat the competition, exceed your own expectations, and become a sales superstar. You will then find your success transferring over into almost every area of your life. Sales is not a nine to five job. Sales is a lifestyle, and when you win at sales, you win at life.

The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever

In Michael Bungay Stanier's The Coaching Habit, coaching becomes a regular, informal part of your day so managers and their teams can work less hard and have more impact. Drawing on years of experience training more than 10,000 busy managers from around the globe in practical, everyday coaching skills, Bungay Stanier reveals how to unlock your peoples' potential. He unpacks seven essential coaching questions to demonstrate how - by saying less and asking more - you can develop coaching methods that produce great results.

The Ultimate Sales Managers' Guide

Managing salespeople has been compared to herding cats, but it just might be the most important function in any company. Getting it right can mean the difference between astounding success and abject failure. For too long, sales managers have been flying blind without the guidance and resources they need to succeed. Thankfully, The Ultimate Sales Managers' Guide addresses all of the most important issues and concerns facing sales managers today.

Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. Sales strategist Jill Konrath tells you how to overcome obstacles, get more appointments, speed up decisions, and win sales with today's short-fused, frazzled customers.

The Challenger Sale: Taking Control of the Customer Conversation

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance.

The Closer's Bible: The Book of Books on Sales Training & Techniques to Close the Deal!

The Closer's Bible is necessary material for all professional salespeople. A resource you can refer back to every time you need a refresher on a specific topic or a new word track for an objection. This book exposes the exact word tracks you need to know in order to overcome all objections ranging from "The payments are too high" to "I need to talk it over with my wife", and then dives deeper explaining psychology, body language, and vocal tonality. The Closer's Bible is a weapon which will broaden and sharpen your closing arsenal.

The Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top

If your sales team isn't producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager's Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack.

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale

Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.

The Secrets of Closing the Sale: Included Bonus: Selling with Emotional Logic

Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

The Conversion Code provides a step-by-step blueprint for increasing sales in the modern, Internet-driven era. Today's consumers are savvy, and they have more options than ever before. Capturing their attention and turning it into revenue requires a whole new approach to marketing and sales. This book provides clear guidance toward conquering the new paradigm shift towards online lead generation and inside sales.

The Ultimate Sales Machine

The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.

SPIN Selling: Situation Problem Implication Need-Payoff

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential listening for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

How I Raised Myself from Failure to Success in Selling

When Frank Bettger was 29, he was a failed insurance salesman. By the time he was 40, he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest-paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected.

Publisher's Summary

Sales training doesn’t develop sales champions. Managers do.

The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast.

Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.

You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.

Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:

Coaching Salespeople into Sales Champions reminds me of those sales calls I get periodically in which the salesman proceeds to dominate the conversation but actually says almost nothing. Paying close attention, what is said tends not logically follow what was said before -- the sales technique of constantly changing the subject so that no one gives a hard look at what was just said. That's necessary in this case, because what was said doesn't stand up to a hard look. That's not to say that the book is all wrong. Most of it is perfectly reasonable, albeit not well reasoned. If you're in the choir, you may enjoy the preaching because you can fill in the holes and can enjoy being reminded of what you already think. But there are lots of empty words filling those holes, and even some downright clunkers, such as the anecdote where the author criticizes a senior manager who legitimately challenges his sales team's poorly thought-out group think and not even one member of the team had thought through the matter well enough to respond to the challenge. In this respect, this anecdote reflects the whole book: It doesn't stand up to serious inspection.

I recently took my regional sales leadership team through this book. Each week we covered one chapter and discussed how we can apply Keith's principles. I found the book full of valuable perspectives, strategies, and tactical coaching advice. We greatly benefited from the material, and believe you will also benefit from reading and applying the material.

The aithor is focused more on explaining the difference between training and coaching rather than simply explaining is a more clear manner how to coach. Too many ides that should make you use his service, the title should be why you should use my services.

What did you love best about Coaching Salespeople into Sales Champions?

Dennis Holland did a great job of reading Keith Rosen's excellent book. In order for a business book to be

Who was your favorite character and why?

I have to say Brian the sales manager was a favorite because he listened to coaching and got the results in his coaching work with his own salesperson. The simple 30 day

Have you listened to any of Dennis Holland’s other performances before? How does this one compare?

Dennis is an excellent narrator and his voice carries the concepts the author wanted to convey.

Was this a book you wanted to listen to all in one sitting?

No, because I wanted to digest the book. I did wind up buying a print copy of the book as a result of listening to it. But, I find that listening to a book and having a hard copy is a nearly ideal way to interact with a book.

Any additional comments?

I recommend this book to coaches of all descriptions. It is an excellent resource and a wonderful tool to listen to while driving.

I have been in sales for over 30 years and have owned a company for 20 years and this is the single best resource I have ever had to inspire, coach, and lead my sales team. After great frustration and wondering why my people weren't listening, I have changed my approach completely. Thank You!

For managers who wanted to coach their team members but didn't know how to get started.

2 of 2 people found this review helpful

Ellen

5/14/16

Overall

Performance

Story

"Plenty to provoke thoughts. Practical questioning"

Plenty to provoke thoughts. Practical questioning too. Took a couple attempts to finish it thou.

1 of 1 people found this review helpful

Mr. Robins

Thailand

9/1/15

Overall

Performance

Story

"Outstanding sales coaching audio"

Rich and detailed info that I will certainly be applying in my coaching sessions and sales skills trainings. highly recommended

1 of 1 people found this review helpful

Angus Lyon

United Kingdom

4/5/17

Overall

Performance

Story

"Still waiting for any real content"

I am over 1 hour into this book and all he has done is talk about the importance of coaching and referred to content in the appendix. I hope some real content comes along soon

0 of 0 people found this review helpful

Gus

UK

2/28/16

Overall

Performance

Story

"almost too much good stuff for one read"

Where does Coaching Salespeople into Sales Champions rank among all the audiobooks you’ve listened to so far?

one of the best

What other book might you compare Coaching Salespeople into Sales Champions to, and why?

Triggers and quiet leadership are more general coaching books but this book is directly related to sales

Any additional comments?

really a great practical book if you wish to enter into the 'coaching' style. There is so much in it i found i needed the hard copy book in addition, to use in day to day application<br/>I think it did help that i had read some other coaching leadership books before, as the amount of content without the background could have been quiet overwhelming

0 of 0 people found this review helpful

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